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[FILE: CONTACTS.TXT] {formerly Research.Txt}

By Irv Zuckerman, Author of "Hire Power"

STEP2:  Making contacts in your Target firms or industries.
This section explains how to:
1. Research your Target firms or industries.
2. Draw on your WORD BANK to create effective CONTACT LETTERS.
3. Call them because they won't call you.
4. Persuade people who won't give you the time of day.

[If you don't have step 1, get file WORDBANK.TXT from the 
CompuServe Career Management Forum Library]

For some reason it seems to be perfectly OK to answer ads that call for your
 specialty in firms or industries that are outside your area of experience, but
not OK to deliberately seek them out. Why not? Is it the effort that's involved? 
It is easier to be passive rather than active. Is it fear of rejection? You may run
into some criteria you can't meet, but these collisions are rarely fatal. Or is it 
simply lack of imagination? That's the easiest hurdle to get over. Thirty 
minutes with an industrial directory will give you all the possibilities you 
need. So make a list.

How to research your Target firms or industries.

Remember, every business is different. While there are some common 
denominators that apply to broad categories of enterprise; profit vs. non-profit, 
manufacturing vs. distributing, commercial vs. academic, every business 
is different. There are differences in trade language, customs and the
structure of the decision-making ladder. A good rule of thumb when
conducting your research is to try like crazy to resist preconceived notions
and behave like what you are -- a foreigner. Instead of guide-books,
dictionaries, and a few restaurant recommendations, you'll need company
literature, articles in the business press or trade journals, and some 
recommendations of whom to see.
Let's suppose you're a data person whose bank job was cut and who is 
exploring opportunities that may exist in the auto aftermarket industry.
(These are the people who retro-fit everything from brakes to custom
interiors. It's used only as an example. Substitute the name and information 
about your own targets.)
Fortunately, every industry worthy of the name has a trade press. Maybe it's
not the greatest leisure reading experience of your life, but it will give you an
insight into the customs and language of the business:
What do they call the people who buy from them? Customers, Franchisees,
Dealers, Owners, Independent Operators, Retailers, Distributors, Installers,
Service Outlets?
Through whom do they deal with their customers?
Direct, Distributors, Factory Reps, Area Managers, Regional Warehouse 
Sales Staff?
How do they communicate with their customers?
Catalogues, Specification Books, Service Manuals, Price Lists, Computer
Network, Trade Shows, Sales Meetings, Personal Reps?
How's business?
Expanding because of current market opportunities? Hurting, because 
of costly administrative problems? Surviving, despite severe competition? 
losing ground to .. ?
While a few more questions may occur to  you, keep in mind that you don't
have to learn everything there is to know. This would not only be a bit
difficult to accomplish from the outside, but might lead you into the
little-knowledge-is-dangerous minefield. All you really have to know 
going in is enough language and custom to understand what you're being told.

How to create effective CONTACT LETTERS.

The CONTACT LETTER  announces your need for information to 
contacts in your targeted field or organization. Let's take the easy 
one first. You know someone in the field you've targeted. In fact, you
know him or her well enough to just ring up. But don't touch that dial.
Don't. Instead, take a piece of that stationary you bought and write:

Mr./Ms. John/Jane  Contact
Exact Title
World Technologies
123 Universe Ave.
Any City, U.S.A.

Dear Mr./Ms. Contact.
	As you may have heard, the down-sizing at Amalgamated Bank and 
Trust requires that I make a new start. Ideally, this would be with the kind 
of organization that could make best use of the kind of results I've achieved
in data management.
For example, one assignment made me responsible for getting more timely
and accurate data from 24 regional management teams that were already 
"too busy." My first step was to develop a communication procedure to track
the distribution of each element of the data to determine who was using it and
why. Research with branch management enabled me to simplify reporting by
eliminating almost 20% of the present entries. The end result was a weekly 
data flow that, according to management, helped to improve productivity 
by 25%. The error factor fell to less than 5%.
To design the data gathering, analysis and reporting program I had to 
master the DEC VAX\ULTRIX operating system, the db-VISTA database
package and db-QUERY language to run reports.
Right now I'm in the process of exploring several career alternatives.
My initial research has shown that the aftermarket industry has a particular
need for the kind of timely, accurate data flow that I can achieve. But 
before I make any decisions, I'm trying to benefit from the counsel of
people like you who really know the industry from the inside.
Could we meet long enough for me to ask just one question, make
some notes, and be on my way?
If it's OK, I'll call you first thing on Thursday to set a time. If that's 
not convenient, will you leave word with your secretary about the best 
time to get together?
Thanks, Mr. Ms. Contact, I appreciate it.
(Signed)
And you honestly do appreciate it. In fact, this entire letter, from beginning
to end, is nothing but a simple, honest request for information. Each 
word says exactly what it means:

>>As you may have heard, the down-sizing at Amalgamated Bank and 
Trust requires that I make a new start.>>
	
Well, that's what happened to your previous job. You didn't resign to 
explore new opportunities. The bank cut back and you were cut. But
this is the only reference to the environment in which you did your job.
From then on you focus on your achievement and how it would apply
to the field you've targeted.
Even if you've targeted another bank department in another specialty,
the term `new start' suggests that you're open to a broader range of
possibilities than your previous job, title or level of authority might 
indicate. You're out to broaden that range of possibilities, remember?

>> Ideally, this would be with the kind of organization that could 
make best use of the kind of results I've achieved in data management.>>

The people who cut me made one hell of a mistake because I'm 
the kind of person who gets results. But their loss is somebody else's gain.

>>For example, one assignment made me responsible for getting more
timely and accurate data from 24 regional management teams that were
already "too busy." My first step was to develop a communication procedure
to track the distribution of each element of the data to determine who was
using it and why. Research with branch management enabled me to simplify
reporting by eliminating almost 20% of the present entries. The end result
was a weekly data flow that, according to management, helped to improve
 productivity by 25%. The error factor fell to less than 5%.
To design the data gathering, analysis and reporting program I had to
master the DEC VAX\ULTRIX operating system, the db-VISTA database
package and db-query language to run reports.>>

What this paragraph says is what you did. It also says that you're no loser
who should be put off with excuses about trips out of town. It says that you're
someone worth helping because you're in a position to be of help to someone 
in an organization looking for productive data management. And that was 
only one assignment. You could offer a lot more. But not right now. 
Now what you want is to get information, not give it.

>>Right now I'm in the process of exploring several career alternatives.>>

Once again, that's exactly what you're doing. And you're doing it pretty well, 
because you've done some homework on your own.

>>My initial research has shown that the aftermarket industry has a 
particular need for the kind of timely, accurate data flow that I can achieve.>>

Now, how did you know that? Did you go to the business shelves of your
library and research the field? Did you read the trade magazines and professional
 journals? Did you make copies of those pieces of information that pertained 
to you and your situation? Best use of a library card that was ever invented.

>>But before I make any decisions, I'm trying to benefit from the counsel 
of people like you who really know the industry from the inside.>>

What's this? You're not asking for a job? That's just as well. Asking for a job 
that isn't there will generally get you the "out of town" response. But if by some 
chance -- some long chance -- there is an opening, you'll hear about it during your meeting.

>>Could we meet long enough for me to ask just one question, make some 
notes, and be on my way?>>
	
What's the one question? What do you think? If you want to know by what 
criteria people in your specialty are hired in the field of aftermarket auto parts,
that's it. Isn't it easy when you say just what you mean?

>>If it's OK, I'll call you first thing on Thursday to set a time. If that's not 
convenient, will you leave word with your secretary about the best time to get together?>>

You've stressed the fact that it's information you're looking for this time 
around -- which is why it's OK to recontact people who may have already 
brushed you off. You've outlined some specific skills that make you a good 
person to see -- which is why it's OK to recontact people who may have 
already brushed you off. And you've promised to ask just one question, 
make some notes, and be on your way -- which means a concise and goal-
oriented conversation instead of a job plea. So you won't need a lot of time.

>>Thanks, Mr./ Ms  Contact. I appreciate it.>>
And you do.
Asking people for information appeals to their status, their expertise, 
their sense of their own security. Asking people for a job appeals to their 
sympathy, empathy and generosity. Stick with the first appeal. You're less 
likely to be disappointed.
How do you explain what you're after? How do you make clear what it
is you want? Here we're on dangerous ground because this sample letter
suggests specific words. Not tricky words. Not words you haven't heard 
before. Not words you haven't used before. But maybe words you would 
not choose to use in this particular combination in this particular situation. 
It's more than understanding the difference in impact between these two 
statements:
"I'm looking for a job in this industry and I wonder if you can help me?"
"I'm looking for information about this industry and I understand you're an expert."
Experience has shown that there's no sense in saying that experience has shown 
certain words and phrases are more effective than others. If you have such 
an ego-resistance to the idea of someone else "putting words in your mouth" 
that "don't sound like you," think again. Haven't you ever:
Repeated a funny story someone told you?.
Said a prayer you found in some religious text?
Acted in a play someone else wrote?
Quoted some famous figure to make a point?
Used a fact or figure you learned at school?
If you have a problem using words and ideas other than your own, we're on 
a collision course. Because you're going to get nothing but specific examples 
of what has proven to be clear, honest, effective, persuasive communication. 
If you want to change the letter so it sounds "more like you," go ahead. Just 
remember that you're on this page because what sounded like you hasn't worked. 
Make sure your CONTACT LETTER says what the example says.
And keep it simple. A simple letter with straight-forward wording is the hardest 
to write -- which is why so many people hate letters and prefer to just pick up 
the phone. In fact, why not just pick up the phone and give your CONTACT 
a call? There are at least three reasons:
The first reason is timing. Imagine that your contact is waiting for a call from 
a major customer, his or her boss, the hospital, lawyer,  lover, or the doctor 
who performed those special tests just that morning. In other words, there is 
more going on between the ears of the person you're trying to reach, Horatio, 
than you could ever dream of. Your call at the wrong time is an invasion.
The second reason is one of communication. A phone call out of the blue can
never come across as clearly as a well-planned letter. You might wind up 
sounding like you're asking for a job -- which you're not. And he/she may 
not have one to give you. Bingo! There goes the contact. (By golly, isn't that 
what happened last time?)
It's also important to remember that you're asking for a favor. True, you have 
skills and experience that might repay that favor many times over. But that's 
in the future. This is now. Now, when your contact is busy. Now, when your 
contact "really doesn't have any place for you."
The third reason is one of simple courtesy. While your contact may have all
the time in the world to see you, chances are better than even money that 
some times are better than others. A letter rather than an untimely phone 
call out of the blue gives your contact more time to plan the time.
Most important, your contact may want to do some research on your behalf. 
He/she may even want to contact potential employers on your behalf. Or 
to pass your letter around! This too, will take time. 
Does this mean that the CONTACT LETTER is an automatic door-opener? 
Maybe. Maybe not. But at the very least it sets up a more productive phone 
call. And the better the letter, the more productive the call.
It's at this point that the first droplet of pessimism stains your pad. The 
CONTACT LETTER won't work for you because ...
You have no contacts in your Target industry or organization.
You don't feel comfortable meeting people to whom you have not been introduced.
You hate to write letters because you're no good at it.
Welcome to your first cross-road, stranger. Because for a stranger to make
a contact in this anti-contact society is no easy job. After all, this is the era of the Walkman, where we move around with our ears plugged against hearing each 
other, our eyes averted from sights that might be unpleasant, and engage in 
tribal dances created so that we can feel connected without even touching. 
How, in the face of this negative atmosphere -- made even more negative by 
that mythic monster, the economy, can you hope to get the CONTACT 
LETTER to work for you, unless...?
Unless you learn how to make a specific contact in your Target industry 
or organization.
Unless you learn how to feel comfortable meeting a specific person to 
whom you have not been introduced.
Unless you learn how to write a specific letter that works.
Note the change from pessimism to optimism? By swapping the word 
`unless' for the licked-before-you-start `because', you at least establish the 
possibility of success -- if you can just learn a few specific job-getting skills. 
This doesn't mean you have to `learn to make contacts.' That's much too 
big and much too broad an ambition for your time frame. As is learning 
to feel comfortable meeting strangers, if that hasn't been your life pattern. 
Or writing letters.
So don't change your life. You couldn't if you wanted to. Instead, change 
one habit. Instead of wasting your precious time with popular magazines, 
focus your reading on your Target organization or industry. Make note of 
the names in the articles. Make note of the quotes. And if an entire article 
is authored by some authority in the business, all the better. Now your 
CONTACT LETTER reads:
	
Dear Contact-You-Don't-Know-But-Read-About,
Your article, "Merchandising Auto Parts for the Upscale Market" in the
June issue of AFTERMARKET MAGAZINE was very informative. But 
since my expertise is data management, not aftermarket, it got me to 
wondering. How does your industry  gather and monitor the data needed 
to make the "corrections upward or downward" that you referred to?
 My reason for asking is that after 11 years in data management, I'm 
looking for a new start in a dynamic business environment. Ideally, this 
would be with an organization that could make best use of the kind of 
results I've achieved in gathering and analyzing data.

By now you know the drill. The Contact may be flattered by your 
interest or intrigued by the tone of your letter. The question, however, 
still remains: Why should he/she give you the time of day? That 
paragraph about what you did should answer that question.
Of course there's always the possibility that your target doesn't go 
in for trade publicity -- or publicity of any kind, for that matter. 
So let's make it hard. Let's push it right to the edge of the envelope. 
How do you research an organization that doesn't talk about itself?
The happy fact is that practically everyone does, in one form or another:
In an Annual Report, which you can get by asking for one or asking 
someone in business to ask for one, or by going to the head office if 
it's within range.
Product literature, which you can get in the same way.
Professional Conferences in which your target participates. Attending
can get you the information you need and a lot more in the way of actual
handshakes.
All that changes is the first paragraph of your CONTACT LETTER.
Everything else remains exactly the same:

Dear Contact-You-Don't-Know-But-Read-About,
Your most recent Annual Report on your position in the aftermarket 
industry was very informative. I made particular note of your organization's 
plan to merchandise more aggressively in the upscale market. But since
my expertise is data management, not aftermarket, it got me to wondering. 
How does your industry gather and monitor the data needed to track 
the upscale market and measure your penetration?
My reason for asking is ... etc.

If you don't know anyone, or you don't know anyone who knows anyone, 
or have never read anything by or about anyone, just call the organizations 
you've targeted and ask for the names and titles of the Decision-Maker's.
THEY: Good morning, Aftermarket Industries.
YOU: Good morning. This is (Your Name) and I'm writing a letter to the 
head of your data department. Could you please tell me his or her name?
THEY: That would be Claire Good-Kind
YOU: Is that C-L-A-I-R ...?
THEY: With an E at the end. And the last name is hyphenated. G-O-O-D 
hyphen K-I-N-D. She married but kept her maiden name.
YOU: Thanks very much. What is Mrs. Good-Kind's title, by the way?
THEY: Director, MIS Department.
YOU: You've been very courteous and I'd like to tell that to Mrs. Good-kind. 
May I ask your name? ...
Why all this detail about the simple procedure of getting or verifying a name? 
Isn't everybody as friendly and cooperative as the previous example? Not really. 
There was a time when organizations were very sensitive to the way in which 
their contact employees responded to the public. Many companies felt -- 
and rightly so -- that every caller was a potential customer and should be treated 
accordingly. But good manners gave way to efficiency. Now you're lucky to get 
a live person instead of a toneless, there's-nobody-here-but-us-recordings voice 
that tells you what button to push. And luckier still if the live person isn't getting 
10 calls a minute, has a personnel guide handy, and is someone for whom English 
was a first language.
The negative impact on your research is obvious. The last thing you want to do 
is send a personal letter to someone whose name, gender and title are inaccurate. 
That's a fast goodbye! So before you get ready to say, "hello," get your script ready. 
Practice your best telephone voice:

1) Introduce yourself. A busy operator is less likely
 to hang up on someone whose name they have just
 learned.

2) Start spelling the name you have just heard
 immediately, instead of saying your thanks. To a busy
 operator, `thank you' is the same as `goodbye'.

3) Work from the script so that in case you have to be
 put on hold you can come right back to the right spot.

4) Work from a script so your conversation isn't
 slowed with "a-a-ahs." Respect the fact that the
 operator owes you nothing.

5) Work from a script so that you'll remember how to
 compliment a helpful operator. Rudeness gets all the
 publicity. Let's say a few words about kindness.

6) Work from a script so that in case you have to call
 an audible (a change of plan) you can do so. For
 example, the operator may be unable to get or give you
 the information you need. You'll have to be ready to
 ask to be transferred to the data department and start
 the script over again -- with variations:

THEY: Data Department. Irene Daily.
YOU: Good morning, Ms. Daily. This is (Your Name) and
     I'm writing a letter to the head of your data
     department. Could you please tell me his or her
	name?
THEY: That would be Claire Good-Kind
YOU: Is that C-L-A-I-R ...?
THEY: With an E at the end. And her last name is
     hyphenated. G-O-O-D hyphen K-I-N-D. She married
     but kept her maiden name.
YOU: Thanks very much. What is Mrs. Good-Kind's title,
     by the way?
THEY: Director, MIS Department.
YOU: You've been very courteous, Ms. Daily and I'll
     tell that to Mrs. Good-kind. Thanks again.

Your CONTACT LETTER, as effective as it might be, doesn't make the contact. 
You do. That's why you asked for permission to call:
	
>>If it's OK, I'll call you first thing on Thursday to set a time. If that's not convenient, will you leave word with your secretary about the best time to get together?
	Thanks, Mr.(Ms)  _______ .  I appreciate it.>>

How to call them because they won't call you.

Well, here it is -- first thing on Thursday. There's the phone. 
There's the number. There's the name. And there's that funny 
but familiar feeling in the pit of your stomach that things will not 
go well. Why should they?  And let's make it really tough. You 
don't know this person. This person does not know you. You've 
already made a number of phone calls and sent a number of resumes. 
And you're reading this book because they didn't work. Why should 
the results of this effort be any different?
Because it's better, that's why. Not to put down your past efforts, 
but the sad fact is they didn't get you the results you wanted. 
This 6-Step Process may ask more of you in terms of effort. But it 
delivers a lot more in terms of results. And why shouldn't it work 
100% of the time? How can it go wrong?
Instead of cold-calling people you know in hopes that one of them 
can steer you to a job, you are using your major achievements to 
contact people you know or people you have researched to ask 
them for the information you need in order to create an Inside 
Track Resume.
Instead of limiting yourself to your experience in a particular environment, 
you're focusing on your major achievements and the skills that can be 
applied to a number of Target businesses or industries.
Instead of trusting to luck and to your fantastic ability to say just the 
right thing at the right time, you rehearse your Thursday morning call 
in terms of the following possibilities:
Your contact read your letter, is willing to provide the information you 
need and is ready to set up an appointment.
Your contact read your letter, is willing to provide the information you 
need, but is too busy to set up an appointment right now.
Your contact read your letter but feels he or she is the wrong person 
to give you the information you need.
Your contact read your letter, does not wish to get involved, and 
wants to dispose of you as quickly as possible.
Your contact did not read your letter and does not remember receiving it.
This might be a great time to check on whether you're an optimist 
or a pessimist. Of those five basic possibilities, how many are positive and 
how many are negative? Only the first seems positive, unless you're prepared 
to deal with each situation by thinking about each possibility before you make 
the follow-up call. In that case, anything could be positive.
Consider for a moment the number of people -- yourself included -- 
who may have asked these same contacts to help them locate a job. 
Consider the number of people -- yourself included -- who may have 
pretended to be asking these same contacts for information but wound 
up asking for a job. If they have no jobs to offer, this past experience is going 
to make some of those contacts gun-shy enough to want to avoid involvement 
in your needs.
It isn't fair. Most of us, at one time or another, have encountered a mentor who 
played a vital role in our lives. Maybe it was a teacher, a colleague, a boss whose 
help was accepted. You would think that, based on the principle that help accepted 
is an obligation to pass it on, we would all be more supportive of each other. 
But who said life is fair? So prepare.

THEY: Data Department. Irene Daily.
YOU: Good morning, Ms. Daily. Nice to talk to you
     again. This is (Your Name). I told Claire Good
     -Kind that I would call her this morning about the
     best time for an appointment.
THEY: Oh, yes, (your name.) She has you in her book for
     two possibilities: Friday, the 9th, at 2:00, or
     Monday, the 12th at 11.
YOU: The Friday date sounds good. I look forward to
     seeing you. By the way, is there any special floor
     or office I should ask for?
THEY: We're on seven. No problem.
	YOU: Great! Thanks a lot, Ms. Daily. I'll see you on
          Friday, the 9th at 2:00.

Clear, straightforward communication doesn't need an explanation of the 
why's and where's. Just count the goodies:
	. The nice thing about remembering the names of the people you 
talk to -- and making clear that you remember them -- is just that. It's nice.
	. Referring to your contact by first and last name is friendlier than 
the Mr., Mrs or Ms. Friendly is nice.
	. Short and to the point is nice too. You promised to call and here 
you are.
	. Your CONTACT LETTER requesting information rather than 
a Buck-Shot resume asking for a job was a professional approach that 
generated interest on the part of a fellow professional. Maybe it's your 
achievement she wants to talk about. Maybe she's the kind of person 
who likes to help other people. Either way, that's nice.
	. The way she handled the appointment indicates that Claire 
Good-Kind is efficient and well-organized. Make sure you are when 
you come to call.
	. Picking the earlier date is a good move. You've got a backup 
just in case.
Sounds a bit la-la-land, does it? Maybe. It all depends on the effectiveness 
of  that paragraph describing what you did. If you didn't spend much time 
on it, why should anyone else? But even the most interesting achievement 
might fall on busy ears. What if the contact is interested enough to come to 
the phone, but too busy to see you right now? Frustrating, isn't it? Almost 
enough to make you angry. Don't get angry. Get ready. You're going to 
hear one of three directives:
	Call again on Monday.
This is code for a possible time crunch during the week ahead. 
Mrs. Good-Kind doesn't want to get locked in to a commitment she can't 
keep because she's too nice a person to make a date and then stand you up. 
That speaks well for her.
But speaking for yourself, you only need twenty minutes. And if 
it's not an out-of-town trip, you're willing to come to her office and wait 
for an opening, aren't you?. And if there is any industry literature she could 
leave for you to study while you're waiting, that would be a real help. Is 
there any morning or afternoon that offers the best chance? 
	So speak for yourself:

	YOU: It sounds like there could be a possible time
          crunch during the week ahead, Mrs. Good-Kind, and
          that you're too nice a person to make a date and
          then stand me up. I really appreciate that.
	     But speaking for myself, I only need twenty
          minutes -- and I'm more than willing to come to
          your office and wait for an opening. No
          obligation. And if there is any industry
          literature you could leave for me to study while
          I'm waiting, that would be a real help all in
          itself. Is there any morning or afternoon that
          offers the best chance? 
	
How easy it is to communicate simply and directly when you take the time 
and trouble to understand what the other person may be thinking. May be 
thinking, mind you. This is not an absolute science. But just taking the time 
to think about what your contact may be thinking and getting ready, can 
help you to avoid that dangerous, fast-talking, high-volume speech pattern 
that sounds like pressure when it's really just panic.
Incidentally, if you're getting this information from a secretary or assistant, 
the same response applies.

Call me sometime later in the month.

In the technical language of communication, this is called an oh-oh. 
Your contact is interested enough to see you but not willing to set aside a 
major project, divorce proceeding, business trip, elective surgery or vacation. 
The problem is the same as in the previous situation. You only want 20 minutes, 
but, for your contact, clearing the mind can be as difficult as clearing the calendar.
	
	YOU: It sounds like there could be a possible time
          crunch during the weeks ahead, Mrs. Good-Kind, and
          that you're too nice a person to make a date and
          then stand me up. I really appreciate that.
	     Would contacting you on the 21st be a better time?
          Or would the 28th be even better?
	THEY: The 28th, I think.
	YOU: Great! Would you have any industry literature I
          might study in the meantime? If you could leave it
          for me with someone I'll be happy to come by
          tomorrow and pick it up. I would be most grateful,
          and whatever time you could spare me would be far
          more productive.
Send me your resume.
In the plainest of plain English this means "goodby." It also means your letter was not of sufficient interest to be carefullt read. Otherwise the Contact would know that you are looking for the information you need to create an effective resume. It's time for an explanation:
	YOU: Perhaps my letter wasn't clear enough, Mrs. Good-kind. 
The reason I wanted to meet with you was to get the information I need to create an effective resume. I really appreciate that  you're busy, but I only need twenty
          minutes -- and I'm more than willing to come to
          your office and wait for an opening. No
          obligation. And if there is any industry
          literature you could leave for me to study while
          I'm waiting, that would be a real help all in
          itself. Is there any morning or afternoon that
          offers the best chance? 
	
Ask yourself: how different is this from making a date with a friend? 
Not everybody runs on the same timetable. Many social and business 
meetings are a matter of negotiating the best time for all concerned. 
But if you're anxious -- and your anxiety shows -- it could make people 
nervous. It could make you nervous. Your mind freezes. Instead of 
sounding like a competent professional looking for information from 
a fellow professional, you sound like a job-seeker grasping at opportunity. 
So in addition to getting ready for any response, you might even want to 
rehearse. Here are some tips from people who have been there:
Watch your word rate. Talking fast so that people won't hang up 
on you generally has the opposite effect. The more relaxed you sound, 
the more relaxed they'll be.
Watch your volume. Try not to sound any louder than the voice you're 
listening to. Otherwise, your conversation could take on the tone of an attack.
Watch your temper. Remember, it's a favor you're after, not an argument. 
Take deep breaths.
And never never never never interrupt. The reasons are too obvious to 
take any time for.

How to persuade people who won't give you the time of day.

Your contact read your letter and was interested -- but feels he or she is 
the wrong person to give you the information you need.

YOU: It was good of you to take the time to read my
     letter and respond, Mrs. Good-Kind. And I
     appreciate your frankness. As my letter explained,
     I'm looking for information about the criteria by
     which people with my skills in data gathering
     would be hired in your industry. Does that idea
     suggest anyone else you know who might be able to
     give me the information I need? I'd be most
     grateful for your help -- and would not use your
     name without your permission.

People who would like to help you but don't know how, often know 
others who do know how. They may even volunteer the names. Or you 
may have to ask. Either way, it's good manners -- and good sense -- 
to promise not to use their name without permission. (Unless they have 
learned something about you, why should they give you a personal 
endorsement?) If you do get permission, it makes your future contacts 
a great deal more effective -- as you'll see later on.

Your contact read your letter, does not wish to get involved, and wants 
to dispose of you as quickly as possible.

OK, you can't win them all. But this response doesn't mean a dead end. 
What it does mean is two possibilities:
Your achievement failed to generate the interest you were looking for. 
It's back to the drawing board for a bit of the third R -- Review. Then, 
when you feel you've improved on the original, try again. There is no 
law against writing to someone more than once -- particularly if you feel 
you could have presented your skills more effectively. Just modify the 
opening paragraph to begin:
Dear Contact,
As I explained in my last letter ... 
Your paragraph was good, but your contact wasn't. Remember, you heard 
it here. Not everyone is a nice person. Not everyone gets a good feeling from 
helping other people. And some very nice people have been turned off by 
those who pretended to be looking for information and then wound up pressing 
them for a job.
Once again, you can't win them all. But once again, this doesn't mean a dead 
end -- even if the contact refused to speak to you directly when you made 
your follow-up call. This can happen. Or it can happen that instead of rehearsing 
for the phone call and sticking to the script, you tried a nervous ad-lib and it 
sounded that way. The result: a very crisp refusal to get involved with you, 
or a request for your resume -- both of which are the same idea in different forms. 
What next? Another letter.
The greatest advantage of a letter over a phone call is that you can review 
every word before you use it. And you can be as direct as you like. The worst 
thing that can happen is that you won't get an answer. Just attach a letter like 
this one to a copy of your original communication:
Dear-Non-Interested-Contact:
I want to apologize for sending you the attached letter. Obviously it was a 
mistaken approach, and for that I'm truly sorry. But I would like to learn 
where I went wrong, and only you can help me.
That's why I'm taking the liberty of contacting you once again in hopes of 
getting the information I'm looking for.
Why should you help someone you've never even met? Maybe you yourself 
received help at an important time in your life. Or maybe you just like the 
feeling that comes with lending a hand. Whatever the case, my research showed 
you're the ideal person to give me the information I need about the criteria 
by which people with my skills are hired in the aftermarket industry.
If I'm going in the wrong direction, you could tell me that. If I'm going to 
need additional skills, you could tell me that, as well. It won't take very long 
and would be a good thing to do.
So can we try again? I'll call on Thursday, if I may and set a date at your 
convenience.

Signed.

While an honest and direct approach works more often than you think, 
it doesn't work all the time. And it doesn't work with everyone. If, when 
you call, you still get zip, write it off. But wish whoever it is a nice day.

Your contact did not read your letter and does not plan to do so.
  	See above.

If you've gotten this far, good for you. Send me, Irv Zuckerman, (102137,151)
your CONTACT LETTERby Pasting it into a Message in the CAREER WORKSHOP [3] Section of
the CompuServe Career Management Forum [GO CAREERS]  
and I'll send you my comments and the next section of my book: 
 Step 3: You learn how to ask the one question that best initiates a 
   CONTACT CONVERSATION from which you learn the criteria you must 
   meet to get the job you want.

Irv Zuckerman
Author, HIRE POWER (Putnam/Perigee, Copyright 1993)
